100 episodes

John Barrows is a leading B2B sales trainer and founder of JBarrows Consulting. His clients include Salesforce, LinkedIn, and Okta. Each Week he gives you actionable sales tips to close more business and brings on industry leaders.

Make It Happen Mondays - B2B Sales Talk with John Barrows John Barrows | JBarrows Sales Training

    • Careers

John Barrows is a leading B2B sales trainer and founder of JBarrows Consulting. His clients include Salesforce, LinkedIn, and Okta. Each Week he gives you actionable sales tips to close more business and brings on industry leaders.

    140: True Enterprise Selling With Ian Koniak

    140: True Enterprise Selling With Ian Koniak

    What is true enterprise selling really like? Ian Koniak is crushing it at Salesforce selling 7 and 8 figure deals and tells us how he's doing it. This is true enterprise selling, very long deal cycles and multi-million dollar deals that are long term contracts. Sales reps in any industry, with any deal size or length can learn from how enterprise selling really works.

    You'll learn:
    Product Sales to Service Solution Sales
    How to Approach Enterprise Selling
    Selling to All the Levels

    • 52 min
    139: What Great Prospecting Outreach Looks Like With Doug Landis

    139: What Great Prospecting Outreach Looks Like With Doug Landis

    We're pleased to welcome a good friend of the team onto the podcast this week, Doug Landis. It's easy to give sales reps a hard time for "bad" prospecting, but here's a look into what they can add into their prospecting outreach to go that extra mile and get the appointment...
    You'll learn:
    Personalization, Relevance, & Timing
    Writing the Right Message
    Empathy and Experience in Prospecting Outreach

    • 50 min
    138: How SDRs Crush Quota Using Marketing Tactics With Gaetano Di Nardi

    138: How SDRs Crush Quota Using Marketing Tactics With Gaetano Di Nardi

    SDRs have one of the hardest jobs in business. Gaetano Di Nardi joins us this week to talk about how SDRs can use marketing tactics to set themselves aside from the rest of the field, and crush quota. Gaetano has always worked closely with sales teams and reps while being a marketer which gives him a unique point of view on how SDRs are doing well today. You'll learn:
    Personalization, relevance, and timing
    Building Your SDRs' Business Acumen
    Being Omnipresent & Building A Personal Brand

    • 1 hr 1 min
    137: Making Prospecting A Math Game With Ryan Reisert

    137: Making Prospecting A Math Game With Ryan Reisert

    We're pleased to have Ryan Reisert on the podcast this week. Ryan's strength is turning prospecting into a math game so you can reverse engineer the activities you need to generate the outcome you need. Why would you not want to reverse engineer your entire funnel. It's time to make sales simpler...

    You'll Learn:
    Cold Call Connect Rates
    Making Prospecting a Science
    Specializing In Your Art Form

    • 54 min
    136: How SDRs Can Hit 225% of Quota With Armand Farrokh

    136: How SDRs Can Hit 225% of Quota With Armand Farrokh

    Armand Farrokh has a winning formula that is allowing him to crush quota repeatedly. Hitting 100% of quota is one thing but getting above 200% is a whole new ball game. Armand's using very practical processes and trying to simplify the whole ball game of sales to make it easier. You'll learn...

    Tunnel Vision Time Block the Admin
    Book 1/4 People Who Pick Up Your Cold Call
    Being Disarmingly Blunt On Objections
    & More

    • 49 min
    135: The Broken Prospecting & Sales Process With Jake Dunlap

    135: The Broken Prospecting & Sales Process With Jake Dunlap

    Jake Dunlap joins us on the podcast this week to talk about where and why the prospecting/sales process is broken. Jake's seen a lot of companies change their thinking on sales methodologies, activity metrics and their general approach to the sales process. But what's broken? Where are leadership teams making life harder for sales managers and reps?

    You'll learn:
    Focusing On Outcome Over Activity
    Sales Methodologies... The Problem
    Radical Transparency Across The Entire Process
    & More

    • 1 hr 6 min

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